Head of Commercial Excellence / Business transformation (m/f/d)

Contenido de trabajo

Head of Commercial Excellence / Business transformation reports to President of MedTech and dotted line to corporate head of Commercial Excellence. Primarily responsible for developing a global plan and procedures for best demonstrated practices in driving commercial excellence for MedTech. Work with regional leaders to execute and train the organization. Assist in the development and then manage a Commercial Dashboard. Identify and compare against competition and best demonstrated practices. Identify areas of underperformance and work with regional lead to develop and implement an improvement plan. Manage global commercial expectations around CRM usage and Learning and Development assessment and compliance. Work with compensation development to drive business objectives and goals that lead to an effective incentive plan.

Your assignments

• Drive and lead all aspects of commercial excellence within the BU.
• Provide a segmentation of customers based on interests, backgrounds, locations ect. and tailor marketing tactics and sales channels to match each group`s needs.
• Lead the continuous improvement efforts of CRM usage, configuration and customization.
• Evaluate financial results of relevant business areas in Sales and Marketing. Identify and analyze appropriate market/product trends and provide summary of monthly KPI’s to Senior Management.
• Implement existing global strategies and concepts into the MedTech regions and local markets. Align the Commercial Excellence MedTech process with Kabi corporate initiatives. Submit and present summary to key stakeholders in finance and MTM .
• Partner with Sales, Service and Marketing to refine processes, analyze and report on campaign performance with reporting and dashboards.
• Coordinate timely preparation of financial forecasts summarizing company’s product portfolio performance and key trends for MedTech and corporate functions(?) in Germany.
• Prepare demand planning strategy for the company’s product portfolio for local and international businesses.
• Manage and oversee the company’s data assets. Serve as the data steward in preparing, summarizing, and managing all commercial analysis.
• Use IMS, SAP, TM1, MicroStrategy, Qlik and other databases and tools to obtain and prepare high-quality analysis in a consistent manner.
• Identify, analyze, and provide recommendations related to competitive trends in the MedTech industry.
• Apply strategic and competitive market intelligence within business analysis that could influence pricing decisions in the commercial organization during negotiations.
• Oversee all pricing activities, initiatives, and deliverables for the Commercial organization. Anticipate the consequences of pricing and business analysis decisions while weighing multiple factors, and review as appropriate with the commercial organization.
• Provide input into continuous improvement of financial analysis processes and interfaces with others involved organizational units.
• Work in collaboration with Marketing and Business Unit Portfolio Teams to make recommendations on future pipeline targets and product opportunities by leading the market assumptions and financial analysis for all new products or business development initiatives.
• Contribute to the preparation of ad-hoc presentations, assess the impact of the analysis, identify conclusions, opportunities, and risks, and make appropriate recommendations to Senior Management.
  

Your profile

• BA or BS required (MBA degree a plus).
• 8+ years of experience in the commercial excellence, project management and sales process transformation preferably from the MedTech field.
• Knowledge of the MedTech industry or hospital products sales and marketing preferred.
• Excellent communication, presentation, and interpersonal skills
• Ability to communicate at all levels, from Sales Reps up to higher management.
• Systems experience required, Excel, Power Point, Power BI and CRM’S, CPQ, territory mapping tools.
• Strong business acumen and highly analytical thinking with attention to details.
• Ability to work independently while having a strong team spirit
• Proficiency in English
• Travel required; approximately 40% including international.